Total Customer Growth: Win and Grow Customers for Life with ABM and ABX - Couverture souple

Turinas, Adam; Person, Ben

 
9781647046989: Total Customer Growth: Win and Grow Customers for Life with ABM and ABX
Couverture souple
ISBN 10 : 164704698X ISBN 13 : 9781647046989
Editeur : Total Customer Growth LLC, 2023

Synopsis

“Rock Solid ABM Bible,” - Charles Cantu, founder of Rest Digital.

“TCG Will be the Next Acronym on Every Marketers Lips,” - Bob Abrahamson, chief marketing officer, pCare

“This book is very well written and full of actionable insight. I especially appreciate the many free tools offered for download as part of the book purchase,” - Kelly McDermott, chief marketing officer, of Caregility.


“A fresh take on ABM. It’s the sort of book you can come back to frequently for how-to’s and ideas,” said Drew Neisser, Founder of CMO Huddles and award-winning author.

If you have read or considered great books like ABM is B2B by Sangram Vajre or A Practitioner’s Guide to Account-based Marketing by Bev Burgess, you will enjoy this fresh and up-to-date take on ABM.

Adam and Ben speak with hundreds of sales and marketing leaders every year. Several recurring issues come up: How to get started with ABM, how to win and grow a more profitable customer base and how to turn marketing into a competitive advantage.

This book will answer these questions about ABM and propose a new, more holistic model for making your sales and marketing more effective.

ABM is part of the answer and is emerging as the way to acquire new and more profitable customers. In addition, a relatively new concept has emerged called “account-based experience” (ABX) that addresses how to cross-sell, upsell, and convert customers into evangelists.

This book proposes a new more efficient model that combines ABM, ABX, and other account-based strategies. We call it…


Total Customer Growth

Total Customer Growth is a system involving sales, marketing, and customer success to find, engage, convert, and grow profitable customers for life. It is a holistic approach to building a sustainable, long-term business model.

We wrote this book as a comprehensive practical guide to ABM, ABX, and Total Customer Growth. The book includes how-to guides, strategic rationales, examples, and references to online resources to help in your journey.

The book is divided into four parts:

Part 1 - Strategic Foundations of Total Customer Growth

  • Chapter 1 Why ABM Is Transforming B2B Sales and Marketing

  • Chapter 2 The Total Customer Growth Framework

  • Chapter 3 Starting with Intent

  • Chapter 4 Targeting

  • Chapter 5 The Buyer Journey

  • Chapter 6 ABM Campaign Strategies and Personalization

  • Chapter 7 Engagement and Content Planning

Part 2 - Putting ABM into Action

  • Chapter 8 The ABM Technology Platform

  • Chapter 9 SDRs: ABM’s Secret Weapon

  • Chapter 10 Measurement Matters

Part 3 - ABM to ABX

  • Chapter 11 Envisioning ABX and Total Customer Growth

  • Chapter 12 Account Insight-Driven Growth

· Chapter 13 Turning Customers into Positive Influencers

Part 4 - Get Moving. Get Scaling.

  • Chapter 14 Think/Crawl/Walk/Run

  • Chapter 15 Scaling and Evolving

  • Chapter 16 Being Agile

  • Chapter 17 The Total Customer Growth Organization

Les informations fournies dans la section « Synopsis » peuvent faire référence à une autre édition de ce titre.

À propos de l'auteur

Adam Turinas and Ben Person are long-time technology marketing leaders and entrepreneurs. Adam spent two decades marketing for Dell, IBM, Bank of America and dozens of other major marketers. In 2012 he founded, grew and eventually sold a healthcare technology software business and then created health launchpad, a leading health tech marketing firm that is teaching clients how to use ABM.Ben Person spent over two decades at Collins Aerospace, Caterpillar, Dell, Nuvolo and most recently co-founded and is the CEO of Tenon, a marketing project management technology company, built on ServiceNow. Ben is a seasoned marketing and software executive with deep experience in ABM and expertise in the ServiceNow and MarTech ecosystem, Ben previously served as the CMO for Nuvolo and as a Global ServiceNow Leader for Dell.

Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.

Éditeur
Total Customer Growth LLC
Date d'édition
2023
Langue
anglais
ISBN 10 
164704698X
ISBN 13 
9781647046989
Reliure
Broché
Nombre de pages
228
Coordonnées du fabricant
Manufactured by Amazon on behalf of the author
https://www.amazon.fr/hz/contact-us

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Luxembourg